Scrunch

Account Executive

• Own the full enterprise sales cycle from sourcing and discovery through deal strategy, negotiation, and close
• Manage and close inbound leads while also driving outbound prospecting into mid-market and enterprise accounts
• Run complex, multi-threaded sales processes with senior stakeholders across marketing, brand, product, and executive teams
• Sell strategic solutions, not features—help CMOs and VPs solve visibility, performance, and discovery challenges in an AI-first world
• Execute 6–7 figure deals with longer sales cycles (3–6+ months), navigating ambiguity and evolving buyer needs
• Build and maintain a strong pipeline, ensuring accurate forecasting, CRM hygiene, and consistent follow-up
• Collaborate cross-functionally with Marketing, Product, and Sales to refine messaging, shape enterprise use cases, and influence roadmap priorities
• Act as a category evangelist, educating prospects on a new and rapidly forming problem space around AI discovery
• Continuously research the market, identifying target accounts, competitive dynamics, and emerging trends to sharpen your approach

Enterprise Account Executive

Business Development Rep

• Own outbound prospecting across a defined territory—multi-channel outreach via email, phone, LinkedIn, and AI-assisted sequencing
• Qualify and prioritize inbound leads quickly and accurately, converting interest into high-quality meetings for AEs
• Research target accounts and contacts to build hyper-relevant outreach—no spray and pray
• Execute signal-based prospecting plays using intent data, buying triggers, and account activity to time outreach for maximum impact
• Use AI tools—including Claude and equivalent platforms—to research accounts, draft personalized messaging, and build automated workflows that scale your output
• Operate across signal-based prospecting platforms, automated dialers, and call recording tools to work with the efficiency of a larger team
• Continuously experiment with new approaches, messaging angles, and sequences—document what works and share it with the team
• Treat AI as a force multiplier, not a shortcut—your judgment and human judgment remain the difference-maker with senior enterprise buyers
• Work closely with your AE partners to align on target accounts, territory priorities, and handoff quality
• Collaborate with PMM to sharpen messaging, test new positioning, and relay competitive and market intelligence from the field
• Maintain clean, accurate pipeline data in CRM so the whole revenue team operates from a shared source of truth
• Participate in team enablement, share learnings from your outreach, and help make everyone around you better

Business Development Representative

Full-stack Engineer

• Own features end-to-end from idea to production across frontend and backend.
• Ship quickly without sacrificing quality.
• Translate product ideas into shipped experiences, even if that means learning new tools or technologies along the way.
• Build reusable components, abstractions, and workflows that make the team faster over time not just one-off solutions.
• Use tools like Claude, Codex, Cursor, and others to accelerate development, debug faster, and explore better solutions.
• Ship fast, gather feedback, and continuously improve what you build.
• Help design systems that scale with the product and team.
• Make pragmatic decisions not over-engineered ones.

Product Engineer

Performance Marketing

• Own enterprise demand generation
• Own pipeline from enterprise programs and how it performs
• Plan and run demand gen programs across channels (ABM, paid, content, creators, partnerships)
• Focus on what actually creates pipeline, not just engagement
• Use AI to speed up program creation, targeting, and analysis
• Set clear metrics and keep a simple rhythm around performance
• Build and run multi-channel programs for enterprise accounts
• Develop programs that feel tailored and relevant, not high-volume
• Work with design to keep quality and consistency high
• Use AI to generate ideas, test variations, and scale personalization
• Partner with sales and revenue development on accounts and priorities
• Align demand gen motions with outbound so efforts reinforce each other
• Support deals with targeted programs when needed
• Focus on pipeline, not just clicks or leads
• Test new ideas across channels and formats
• Use AI to run faster experiments and learn quickly
• Keep what works, drop what doesn’t
• Turn strong experiments into simple, repeatable systems

Demand Generation Manager

Manager

• Build & Lead the BDR Team
• - Hire, onboard, and develop a team of 3–4 BDRs; own their ramp, coaching, and career progression
• - Set the bar for outbound craft—messaging quality, personalization depth, and creative prospecting that breaks through
• - Run a daily/weekly operating cadence: pipeline reviews, call coaching, 1:1s, and team enablement sessions
• - Build a culture of accountability, curiosity, and continuous improvement—where reps compete to get better, not just to hit numbers
• Own the Outbound Motion
• - Define and execute Scrunch's outbound BDR strategy across enterprise and mid-market segments
• - Build a precision prospecting engine powered by signal-based platforms and AI agents—no spray and pray
• - Deploy AI sales agents and automated dialer workflows to scale rep output without scaling headcount linearly
• - Leverage call recording and AI coaching tools to surface winning patterns, close skill gaps, and accelerate rep development
• - Partner with PMM to arm the team with battlecards, personas, messaging frameworks, and objection handlers that actually work in the field
• - Create tiered prospecting plays: high-touch 1:1 enterprise sequences and scalable mid-market campaigns
• - Partner with Marketing to ensure air cover (campaigns, content, events) translates to ground cover (sequences, outreach, pipeline)
• Build the System
• - Codify our BDR playbook from scratch: prospecting methodology, qualification criteria, AE handoff process, and onboarding curriculum
• - Select, implement, and own the full BDR tech stack across signal-based prospecting, automated dialers, AI sales agents, call recording, and outbound sequencing—you decide what best-in-class looks like
• - Build AI-powered workflows using Claude or equivalent to automate research, personalization, and follow-up at scale
• - Define and track the KPIs that matter: speed-to-lead, conversion rates, pipeline contribution, and sequence performance
• - Run quarterly ICP reviews with sales leadership and marketing to sharpen targeting as the market evolves
• Be the Bridge
• - Partner tightly with AEs to ensure ICP alignment, qualification criteria, and seamless handoffs
• - Feed market intelligence—objections, competitive signals, persona insights—back into PMM and product
• - Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness

Manager, Revenue Development

• Deliver critical features & improvements end-to-end – from devops & platform selection all the way to tuning UI to feel "just right".
• Work with design & product experts.
• Design and ship user experiences on your own.

Senior Software Engineer, Core App

General Counsel

• Lead and grow the company’s legal function
• Serve as a thought partner across teams (Product, GTM, Finance, People)
• Own commercial contracting — including SaaS agreements, reseller/channel contracts, strategic partnerships
• Advise on regulatory compliance, data privacy, security matters, and product-related legal considerations
• Manage corporate legal matters
• Engage and manage external firms, setting scope, monitoring progress, and controlling legal spend

Head of Legal

Recruitment

• Own end-to-end recruiting for non-technical (Sales, Marketing, Operations) and technical (Engineering, Product) roles
• Source, screen, and manage pipelines across multiple open roles simultaneously
• Partner with hiring managers to define role requirements, ideal candidate profiles, and interview processes
• Drive candidates through interview loops efficiently and professionally
• Maintain accurate data in the ATS and provide clear, regular hiring updates to stakeholders
• Act as the primary point of contact for candidates throughout the hiring process
• Confidently close candidates through offer stage, addressing objections and competing offers
• Deliver a high-touch, high-quality candidate experience from first outreach through signed offer
• Serve as an on-site point of contact for day-to-day office needs
• Act as the first point of contact for visitors, deliveries, and vendors
• Coordinate with building management on access, maintenance, and facilities requests
• Support onboarding logistics (badges, desk setup, welcome packets)
• Assist with internal events, team gatherings, and all-hands meetings
• Maintain office supply inventory and manage reorders
• Support ad hoc administrative or operational tasks as needed

Recruiter

• Deliver critical features & improvements end-to-end – from DevOps & platform selection all the way to tuning UI to feel "just right".
• Build software for scale at a startup pace.

Senior Software Engineer, Agent Experience

AI Engineer

• Play a huge part in successfully delivering our roadmap and ultimately in giving our customers the tools they need to succeed in the AI era.
• Focused on building features related to our data pipelines, usage of LLMs, analytics APIs, etc.
• Deliver value to our customers, which can include some light React work but also work creating notifications, alert emails, scheduled reports, connectors into third party systems, etc.

Senior Software Engineer, Data & AI Engineering

• Own the full sales cycle for agency accounts, from prospecting and discovery through negotiation and close
• Sell a strategic platform to agency leaders, helping them differentiate, retain clients, and win in an AI-first discovery landscape
• Run consultative, multi-stakeholder sales processes with founders, partners, and senior marketing leaders
• Drive pipeline through a mix of inbound leads and targeted outbound into SEO, content, and digital agencies
• Partner closely with Customer Success to ensure strong handoffs, early adoption, and expansion opportunities
• Collaborate with Marketing and Product to refine agency messaging, packaging, and go-to-market strategy

Account Executive, Agency

Product Marketing

• Create and maintain sales enablement materials: pitch decks, competitive battlecards, one-pagers, demo guides, and objection handlers.
• Deliver regular training sessions to sales team on product positioning, competitive differentiation, and demos.
• Consume customer facing calls to gather both qualitative and quantitative insights that inform our positioning.
• Own competitive intelligence: track competitors, maintain battlecards, and provide market insights.
• Define and refine enterprise positioning, messaging, and use case narratives.
• Partner with content, design, and product team to own website positioning, product launches, and customer-facing content.

Enterprise Account Executive

Business Development Representative

Product Engineer

Product Engineer

Demand Generation Manager

Manager, Revenue Development

Demand Generation Manager

Senior Software Engineer, Core App

Head of Legal

Recruiter

Senior Software Engineer, Agent Experience

Senior Software Engineer, Data & AI Engineering

Account Executive, Agency

Enterprise Account Executive

Product Marketing Manager, Enterprise